Be Different or be dead

March 24, 2014

Why success comes from being different than ‘the best’

Source: Pexels

Why success comes from being different than ‘the best’.

‘The best’ describes someone who conforms to expectations more closely than the rest of their herd. Spells more accurately; answers history questions more correctly; obtains the highest mark in the math exam.

The best does a masterful job of performing their task according to the rules of the day; they colour inside the lines perfectly

There are certain professions where conformance to “standard operating procedure” is vital: landing airplanes and performing heart surgery come to mind as functions that require “in the box” thinking and performance (until something goes wrong at least).

In business, conformance is not what drives success. It drives mediocrity and sameness in the herd

Organizations who consistently succeed are brilliant at inventing a new box to play in.

They create new lines to draw in.

They are masters at non-conformity and contrarianism. They focus on breaking away from the herd.

Don’t press yourself or others to be The Best.

Honour weird, odd, quirky, strange, “out there”, ridiculous and unusual.

They will get you to where you need to go.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

• Posted 3.24.14 at 06:44 am by Roy Osing
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March 17, 2014

How the sale can be lost, and the customer won

Source: Unsplash

How the sale can be lost, and the customer won.

Too much attention is being placed on making the sale.

And it is being reinforced by reward and compensation programs that hail the Salesperson of the year as a hero if they post the most sales.

This is at best a short term view.

Rather than being focused on immediate revenue generation, the emphasis should be placed on keeping the customer and trusting that if you do the right things and deepen the relationship revenue will flow.

Ironically, one of the most effective ways to keep a customer is to lose a sale (if you respond correctly that is)

Sales Recovery = What you do in the 24 hours after the loss to SURPRISE them.

Sure, they will be disappointed you couldn’t satisfy their immediate requirements but they will be more impressed by what you do to atone for your sins.

Here are 4 sales recovery surprise tactics to employ when your customer chooses someone else over you.

▪️Don’t whine and snivel over your loss!

▪️Apologize for failing them.

▪️Help them go somewhere else to get their needs satisfied. Call another supplier on their behalf to get the ball rolling. Be their problem solver. Commit to finding the right solution for them.

▪️Follow up to ensure their needs got met. Show that you care about their satisfaction and that it is more important than making the sale.

This process will earn you the right to get their future business.

And this is all the customer will remember.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

• Posted 3.17.14 at 03:40 am by Roy Osing
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January 27, 2014

Why unforgettable moments are the way to be amazingly successful

Source: Unsplash

All organizations seem to be coveting the amazing customer experience, but in order to deliver one, you have to break the experience down into the moments that comprise it.

How will you know when your organization has finally matured in this regard?

How will you know when you are building long term sustainability in an unpredictable and chaotic world?

How will you know when your fan base will carry you forward to where you need to go?

You will know when everything you do is focused on creating unforgettable moments for the people you serve.

Unforgettable means…

▪️Lasts in your mind forever

▪️Powerful emotional experience

▪️Can’t get it out of your mind

▪️Impossible to stop talking about

▪️The topic of your story-telling

▪️Gives you goosebumps when you describe the moment

Measure whether or not you are doing it. Ask your customers if the have had an unforgettable moment with you. What did it look like?

Measure the extent to which unforgettable moments are delivered internally among employee groups. Does marketing deliver them to sales? If it’s not happening on the inside, it won’t likely happen on the outside.

Make it THE major component of employee compensation plans. If 80% of their bonus pay isn’t related to delivering unforgettable moments it won’t happen.

As a leader, catch people doing it. Recognize them. Honor them among their peers. Make them heroes.

Talk it up. Make it matter by declaring the unforgettable moment story THE vital fabric of internal AND external communications.

Publicize unforgettable moments to your employees. Describe what made them irresistible. Get a customer quote to reinforce how they FELT about it and how important it was to them.

Change the conversation among your employees: you no longer supply products and services; you now supply unforgettable moments.

Be The ONLY one that delivers unforgettable moments the way you do.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

• Posted 1.27.14 at 05:43 am by Roy Osing
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January 6, 2014

Why shocking success comes from being controversial and contrarian

Source: Unsplash

Why shocking success comes from being controversial and contrarian.

CoNTRARIANS get noticed.

— They offend some; they amaze others.

— They don’t propagate the same-old same-old boring stuff everyone else does.

— They oppose every aspect of the status quo.

— They make people nervous.

— They are the topic of conversation.

— Their friends are weird.

CoNTRARIANS get remarked about

— They get quoted.

— They add a different dimension to the conversation.

— They are admired for their outspokenness.

— They attract a quirky different following than everyone else.

— They are copied by other divergents.

Pick a CoNTRARIAN point of view and shout it out.

LOUDLY because there is way too much clutter to be heard if you don’t.

And celebrate whatever you get back.

Cheers,
Roy
Check out my BE DiFFERENT or be dead Book Series

• Posted 1.6.14 at 05:03 am by Roy Osing
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